Ep.53: Make Your Project Manager a Marketing Machine with Doug Panozzo
Of all the things you have in your marketing toolbox — your website, email and direct mail, or social media — there’s one you may have overlooked.
Positioning your Production team to be aware of sales and marketing can be an overlooked marketing strategy, and also help align the office and field teams.
In this episode, Tim and Steve talk to Doug Panozzo, who is a human marketing machine. We discuss how to make that switch in mindset for your Production team, and how it can boost your sales and profits.
Doug Panozzo is a Project Manager for Hogan Design & Construction in Geneva, IL. He’s been with Hogan since October 2017. He came from outside of the industry, from a tech company, and moved into a Project Manager role with Hogan almost a year and a half ago. Since then, he has grown familiar with the industry, became efficient with Hogan’s systems, hasn’t gone over budget on a single one of his projects, and has brought in over $100,000 in sales in the last year.
Sharing the big picture with your team is the start. Doug says working on marketing or sales is job security for him — the more work he can help bring in, the longer he has a job. He talks about how he does it, and how you can get your team involved, including:
- Selling the company throughout the project
- Sparking new leads
- Following up with customers to touch base
- Finding the incentive — referrals and bonuses
- Asking for social media posts with tags and reviews
- Wearing and being the brand everywhere
- How to start those conversations
- Picking the right customers to keep in touch with
- Making the questions subtle and helpful
- Keeping good notes and setting reminders
- Building relationships and working the neighborhood
- Finding the way for different personalities to market and sell
- How to set the expectations in hiring
- Giving Production the tools, training, and materials to do it
- Getting the timing right
- And much more …
Including why your Project Manager or Lead Carpenter should talk to the neighbors’ cleaning people, and how many leads can come from it.
Let’s Keep It Up
This episode was another spurred by a suggestion from our listeners. If you’ve got an idea for a guest or topic, send Tim an email at email@example.com.